Question 1

You are the sales promotion manager for Vita-Balls,a new children's vitamin that is designed to be chewed like gum.Your company uses a pull strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for Vita-Balls.

Accepted Answer

Because Vita-Balls uses a pull strategy,...

Question 2

One of the major advantages to using point-of-purchase promotion is:

Accepted Answer

A)   its low costs
B)   its ability to create long-term relationships with customers
C)   the fact it has a captive audience
D)   its ability to create long-term relationships with intermediaries
E)   the low monetary requirementsF) All of the above
G) C) and D)

Question 3

Which of the following statements about contests and sweepstakes is true?

Accepted Answer

A)   Contests depend on luck, and participation is free.
B)   Contests are generally effective tools for creating long-term relationships with customers.
C)   Sweepstakes are promotions that require participants to exhibit some skill.
D)   Sweepstakes usually draw about ten times more participants than contests.
E)   Contests and sweepstakes are not useful for creating interest and publicity.F) A) and E)
G) A) and D)

Question 4

All of the following are responsibilities and decisions for a sales manager EXCEPT:

Accepted Answer

A)   developing the product design
B)   evaluating the sales force
C)   compensating and motivating the sales force
D)   recruiting and training the sales force
E)   determining the sales force structureF) A) and E)
G) B) and E)

Question 5

The knowledge that most businesses depend on repeat sales is the basis of:

Accepted Answer

A)   traditional personal selling
B)   direct marketing
C)   all trade promotions
D)   relationship selling
E)   product-oriented sellingF) C) and D)
G) A) and C)

Question 6

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

Accepted Answer

A) True 
 B)False

Question 7

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

Accepted Answer

A)   premium
B)   free sample
C)   service commission
D)   sponsorship
E)   point-of-purchase promotionF) B) and E)
G) A) and D)

Question 8

What are the two types of sales promotion?

Accepted Answer

A)   consumer and trade
B)   informative and reminder
C)   start-up and continual
D)   adoptive and diffusive
E)   personal and impersonalF) A) and E)
G) D) and E)

Question 9

The final selling duty for most successful salespeople is closing the sale.

Accepted Answer

A) True 
 B)False

Question 10

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

Accepted Answer

A)   A trade allowance
B)   Push money
C)   A selling deal
D)   A premium payment
E)   A direct trade sales promotionF) B) and C)
G) D) and E)

Question 11

All of the following are typical sales force performance measures EXCEPT:

Accepted Answer

A)   size of the sales force
B)   sales volume
C)   contribution to profit
D)   calls per order
E)   percentage of calls achieving specific goalsF) A) and B)
G) A) and C)

Question 12

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

Accepted Answer

A)   Personal selling is less expensive on a per contact basis.
B)   Personal selling is better for providing customers with detailed demonstrations of products.
C)   It is easier to vary the message according to what the customer needs to know with personal selling.
D)   It is easier to direct the marketing effort to directly to qualified prospects with personal selling.
E)   Personal selling costs can be controlled by adjusting the size of the sales force.F) C) and D)
G) C) and E)

Question 13

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

Accepted Answer

A)   a trade allowance
B)   push money
C)   a selling deal
D)   premium payment
E)   a direct commissionF) C) and D)
G) B) and E)

Question 14

Sales promotion offers an incentive to buy.

Accepted Answer

A) True 
 B)False

Question 15

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Accepted Answer

A) True 
 B)False

Question 16

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

Accepted Answer

A)   personal selling
B)   trade sales promotion
C)   publicity
D)   advertising
E)   consumer sales promotionF) A) and D)
G) A) and C)

Question 17

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

Accepted Answer

• Company policies and practic...

Question 18

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Accepted Answer

A)   Networking
B)   Adaptive selling
C)   Stimulus-response selling
D)   Relationship selling
E)   Needs-dependent sellingF) A) and B)
G) A) and C)

Question 19

The set of steps a salesperson goes through to sell a particular product is called the:

Accepted Answer

A)   (P-O-S)  cycle
B)   stimulus-response hierarchy
C)   sales presentation
D)   sales process
E)   sales continuumF) B) and D)
G) A) and C)

Question 20

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Accepted Answer

A)   directed coupon mailing
B)   sweepstakes
C)   loyalty marketing program
D)   trade sales promotions
E)   sampling programF) D) and E)
G) A) and C)

Exam 18: Sales Promotion and Personal Selling

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

Correct Answer
verified

The final selling duty for most successful salespeople is closing the sale.

Correct Answer
verified

All of the following are typical sales force performance measures EXCEPT:

Correct Answer
verified

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

Correct Answer
verified

The set of steps a salesperson goes through to sell a particular product is called the:

Correct Answer
verified

Which of the following statements about contests and sweepstakes is true?

Correct Answer
verified

All of the following are responsibilities and decisions for a sales manager EXCEPT:

Correct Answer
verified

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Correct Answer
verified

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Correct Answer
verified

The knowledge that most businesses depend on repeat sales is the basis of:

Correct Answer
verified

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Correct Answer
verified

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

Correct Answer
verified

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

Correct Answer
verified

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

Correct Answer
verified

Correct Answer
verified
Because Vita-Balls uses a pull strategy,...
View Answer

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

Correct Answer
verified

Sales promotion offers an incentive to buy.

Correct Answer
verified

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

Correct Answer
verified
• Company policies and practic...
View Answer

What are the two types of sales promotion?

Correct Answer
verified

One of the major advantages to using point-of-purchase promotion is:

Correct Answer
verified

Exam 18: Sales Promotion and Personal Selling

Coupons,premiums,contests,free samples,and frequent buyer programs are examples of:

Correct AnswerverifiedShow Answer

The final selling duty for most successful salespeople is closing the sale.

Correct AnswerverifiedShow Answer

All of the following are typical sales force performance measures EXCEPT:

Correct AnswerverifiedShow Answer

The Men's Health Center offers free blood pressure tests,cholesterol screening tests,and prostate exams one day each year.These free health tests are an example of a:

Correct AnswerverifiedShow Answer

The set of steps a salesperson goes through to sell a particular product is called the:

Correct AnswerverifiedShow Answer

Which of the following statements about contests and sweepstakes is true?

Correct AnswerverifiedShow Answer

All of the following are responsibilities and decisions for a sales manager EXCEPT:

Correct AnswerverifiedShow Answer

To qualify a sales lead,a salesperson must identify the person in an organization who has the authority to buy the product and must close the sale with that individual.

Correct AnswerverifiedShow Answer

_____ is a sales practice that involves building,maintaining,and enhancing interactions with customers in order to develop long-term satisfaction through mutually beneficial partnerships.

Correct AnswerverifiedShow Answer

The knowledge that most businesses depend on repeat sales is the basis of:

Correct AnswerverifiedShow Answer

One of the best methods for creating and rewarding brand loyalty among consumers who might otherwise switch to competing brands is a:

Correct AnswerverifiedShow Answer

All of the following statements describe an advantage of personal selling over other forms of promotion EXCEPT:

Correct AnswerverifiedShow Answer

When Apple offers to give any consumer who purchases a Macintosh computer a free iPod,this is an example of a premium offer.

Correct AnswerverifiedShow Answer

_____ is money offered by a manufacturer to employees of channel intermediaries to encourage them to sell the manufacturer's product.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedBecause Vita-Balls uses a pull strategy,...View AnswerShow Answer

Broyhill is offering the sales force at Meers Furniture Emporium a $50 reward for each Broyhill Pleasant Isle Living Room Collection sold in the next 30 days.What type of trade sales promotion is the $50?

Correct AnswerverifiedShow Answer

Sales promotion offers an incentive to buy.

Correct AnswerverifiedShow Answer

You are the sales manager for Cone Machinery,a manufacturer of custom-made sawmill machinery.You are responsible for designing the training program for its new salespeople.List four major areas in which you would like your salespeople to receive instruction.

Correct Answerverified• Company policies and practic...View AnswerShow Answer

What are the two types of sales promotion?

Correct AnswerverifiedShow Answer

One of the major advantages to using point-of-purchase promotion is:

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
verified
Because Vita-Balls uses a pull strategy,...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
• Company policies and practic...
View Answer

Correct Answer
verified

Correct Answer
verified